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Competitive Intelligence: Back to Basics In Times of Uncertainty
Recently, I have been reflecting on the past few months and how work environments and client needs have changed. I returned to thinking about the fundamentals of competitive intelligence — the concepts I was taught in my training — and how these have become more important to me as I talk to my clients in not so 'business as usual' times.
I was taught that competitive intelligence is about gathering information, then analyzing and synthesizing that information, to provide actionable insights to my clients, who are often overloaded and time-poor lawyers. I was trained to communicate, to ask probing questions, to adapt my strategy as the search evolves, and to be creative in my approach to problem solving. One key skill of intelligence professionals is to be flexible as the journey develops. This particular COVID journey is still evolving, and we are working in nontraditional environments, sometimes without our regular tools at hand.
Through my practice, I have learned, and now very much appreciate, that one of the keys to success in competitive intelligence is communication. Effective communication builds rapport with your clients, which, in turn, builds trust and instills confidence that you will be able to get what they need to achieve their goals. During the COVID-19 pandemic, these elements of trust and rapport have never been more important. In times of stress, there is no time, and it's harder, to build trust and instill confidence.
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